EAN: 9783748263296

A NEW ERA OF VALUE SELLING - THOMAS MENTHE KART...

With this book  Thomas Menthe provides new insights into the era of value-selling  which has
been the Number 1 method in selling complex products and services. Today  customers are
expecting more while paying less and the value of your offer is defined by the customer not by
the seller. Data is the new oil - the new digital age allows different ways with technology
like machine learning to better analyze customer journeys  get insights  predict behaviors and
personalize communication to improve customer retention. Digitalization will change the buying
behavior much more towards e-commerce and self-service consultation with the support of sales
robots. Value can be created from data  which needs to be structured  analyzed and used for the
individual customer engagement. Does this mean the end of the sales representative and solution
sales? Value is not based solely on product dimensions  much more emotional value created
counts during the decision making process. The new era of value-selling explains  how value can
be made tangible by the value quotient and ways to generate rational and emotional ROI for
customers through story-telling and relationship benefits. Value is always first on the buyer's
mind and the new value-selling concept will dramatically improve your business and show how to
respond to the customer of tomorrow. Thomas Menthe (MBA) is a sales expert  experienced seller
recognized speaker and author of many publications about customer value  new ways of selling 
selling strategy  leadership and coaching. His best selling book Kundennutzen has sold
thousands of copies and others are available in their 4th edition. He served global companies
like Bearing Point  Canon  Carlsberg  Cisco Systems  Global Knowledge  KWS  Microsoft  RIM 
Xerox and others.

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